D099 Sales Management - Set 4 - Part 1

Test your knowledge of technical writing concepts with these practice questions. Each question includes detailed explanations to help you understand the correct answers.

Question 1: What is the “Six-Step Buying Process” model’s key advantage over the AIDA model?

It focuses on post-purchase relationship-building

It simplifies the customer decision-making process

It assumes customers always purchase on impulse

It concludes with the purchase as the final step

Question 2: Which of the following best describes “Transactional Selling”?

Focuses on building long-term relationships with customers

Emphasizes achieving quick sales with minimal relationship-building

Involves customized sales approaches based on customer preferences

Focuses on consultative discussions to assess customer needs

Question 3: What does “Relationship Selling” primarily focus on?

Negotiating the best possible price for both parties

Building long-term relationships and satisfying customer needs

Closing deals as quickly as possible

Offering frequent discounts and promotions

Question 4: Which term refers to tailoring a sales approach based on the customer’s social style?

Consultative selling

Transactional selling

Adaptive selling

Direct selling

Question 5: Which social style matrix category is characterized by low responsiveness and high assertiveness?

Analytical

Amiable

Expressive

Driver

Question 6: In the social style matrix, people with high responsiveness and low assertiveness are classified as?

Drivers

Amiables

Analyticals

Expressives

Question 7: What is the key characteristic of the “Consultative Selling” approach?

Focusing on closing sales as quickly as possible

Acting as a trusted advisor to help the customer solve problems

Offering limited discounts to encourage immediate purchases

Selling products without customizing the sales pitch

Question 8: In the context of sales, what does the term “Customer Lifetime Value” (CLV) refer to?

The average amount of time a customer remains with a company

The total net profit a company expects to earn from a customer over the duration of their relationship

The number of purchases a customer makes in one year

The total revenue earned from a single purchase

Question 9: Which social style prefers to know “how” things work and is low in both assertiveness and responsiveness?

Amiable

Driver

Analytical

Expressive

Question 10: What is a key characteristic of “Expressives” in the social style matrix?

They focus on the "who" and appreciate recognition and approval

They focus on "what" and prefer clear, concise communication

They want to know "how" and rely on facts and figures

They focus on "why" and prefer emotional connections

Question 11: What is the “Law of Psychological Reciprocity”?

People are more likely to purchase if they feel rushed

When someone does something nice for you, you feel obligated to return the favor

Customers tend to buy from sellers they do not like

Salespeople should always take credit for the customer's decisions

Question 12: Which of the following describes the “Value Proposition”?

A promise of low prices

The total amount of revenue generated from a customer

A feature or benefit that makes a company or product attractive to customers

The total cost of producing a product

Question 13: What is the formula for calculating “Return on Investment” (ROI)?

ROI = (Net profit ÷ Total revenue) × 100

ROI = (Net profit ÷ Investment) × 100

ROI = (Gross revenue ÷ Investment) × 100

ROI = (Total revenue ÷ Investment) × 100

Question 14: Which of the following describes the difference between a "Straight Rebuy" and a "New Task Purchase"?

Straight rebuy involves new suppliers, while new task purchases do not

Straight rebuy is a repeat purchase, while new task purchase is the first-time purchase of a product

New task purchase involves selecting a product from multiple suppliers, while straight rebuy does not

There is no difference between the two

Question 15: Which of the following defines the “Pareto Principle” (80/20 Rule) in sales?

80% of sales activities result in 20% of the revenue

20% of customers generate 80% of the company’s revenue

80% of customers make purchases in 20% of the time

80% of leads are generated by 20% of sales representatives

Question 16: What is “Sales Quota”?

A number of products each customer is required to buy

A benchmark or target that sales representatives are expected to achieve

The total amount of revenue generated in a fiscal year

The total number of new leads a salesperson must contact each month

Question 17: In what type of selling is the focus on providing technical expertise to potential customers?

Transactional selling

Technical selling

Adaptive selling

Missionary selling

Question 18: Which of the following defines “Business Intelligence” (BI)?

A company’s plan for selling products

A strategy for storing large amounts of customer data

The use of data to facilitate decision-making in an enterprise

The process of hiring sales representatives

Question 19: What is “Big Data Analytics” used for in business?

Managing inventory levels

Tracking employee attendance

Analyzing large, complex data sets to predict trends and forecasts

Determining marketing budgets

Question 20: Which of the following factors contributes to a “Sustainable Competitive Advantage”?

Lower prices than competitors

Access to cheap materials

Hard-to-duplicate assets or abilities that provide long-term competitive advantage

High employee turnover rates

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